Lay Out the Welcome Mat for the Latest Event Lead Management System
Technology is the sole reason event professionals can capture leads in virtual and hybrid events. Having a single lead management tool like InEvent helps you create a distinguished database for attendees, invitees, guests, delegates, sponsors and speakers. In addition, intelligent automation enables seamless integration of the captured data with your CRM, making it easier for the organizer to communicate and connect with specific accounts.
One tested method that can easily be called the rising star of data capture at events is Salesforce’s ‘Bulk Scanning’ feature, launched in June 2021. If you are an exhibitor, using the Bulk Scan feature will aid you in scanning multiple business cards in a sequence that can be digitized in batches. The data can immediately be transferred to your Salesforce account for Account-Based Marketing and generating personalized communication strategies.
For example, you can ask your event sales reps and vendors at booths to download the Scan to Salesforce app. It can easily erase the bottleneck of manual entry and allow your representatives to import contacts to your CRM when they get scanned at the booth!
How Does a Lead Management System Assist Your Team?
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event organizers are using a lead management system, it concludes different results for the other members of the team. The best way to decode, simplify, and share data is to let your team members access the platform simultaneously.
For example, the marketing reps in your team can immediately start learning more about the captured leads to prepare the best-fit marketing and communication strategies to woo prospects visiting their booth. The sales managers can seamlessly allot leads to their teams and ensure no lead falls through the crack. Finally, the administrators at your event play a pivotal role in ensuring that the right lead lands in the account of the right expert!
Pro tip: To boost your sales pipeline, try one-on-one personalized marketing tactics with account-based marketing at the event venue. Use leads captured at the booths and leverage the ‘Commitment Bias’ in the case of attendees to close deals. The Commitment Bias means attendees are more likely to buy your product because of the time and money they have invested in attending your event!
Acquiring Quality Leads Can Be a Smooth Sailing Process
It’s easier to manage the event sales funnel if you can answer, “Am I generating revenue through quality leads from my event?” Then, when you clarify meaningful hidden structures in the captured lead data, you can determine if the leads are hot or cold! But first, let’s understand how you can grab quality leads at an event.
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Source a platform that enables you to create custom fields to the readymade templates for data capture
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Implement solutions that provide cross event metrics and analytics to understand which event performed better
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Leverage a system that allows 1D, 2D barcodes and RFID badge scanning to capture real-time leads at tradeshow booths
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Make sure your lead management solutions give a measurable ROI and enable you to input more than just contact information
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Try implementing solutions that are capable of integrating real-time analytics with your CRM platform simultaneously
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The need of the hour is to ensure you can integrate behavioral data with BANT (budget, authority, needs and timeline) data to plan the relevant course of action.